SELECTED READING
Cialdini, Robert B. ‘‘Harnessing the Science of Persuasion.’’ Harvard
Business Review (October 2001).
Cohen, Allan R., and David L. Bradford. Influence Without Authority. New
York: John Wiley & Sons, 1991.
Griskevicious, Vladas, Robert B. Cialdini, and Noah J. Goldstein. ‘‘Apply-
ing (and Resisting) Peer Influence.’’ MIT Sloan Management Review
49, no. 2 (Winter 2008).
Patterson, Kerry, Joseph Grenny, David Maxfield, Ron McMillan, and Al
Switzler. Influencer: The Power to Change Anything. New York: Mc-
Graw Hill, 2007.
Pfeffer, Jeffrey. Managing with Power: Politics and Influence in Organiza-
tions. Boston: Harvard Business School Press, 1994.
American Management Association
www.amanet.org
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